Microsoft Corporation Sr Business Dev Mgr in Beijing, China
Description: Are you interested in driving China?
Public Sector partner community (solution & transaction partners) to the next level?
Looking for a high impact role in which you can lead the Public Sector community on how we engage partners growing their Public-Sector business, the entrepreneurial spirit and passion to work with field teams and corporate partner communities?
Do you have the desire and drive to work independently yet cross-group with key Microsoft partner stakeholders to positively impact the China Public Sector Field partner communities? The China Public Sector is looking for an individual contributor to contribute, implement and drive a comprehensive, effective Public Sector partner strategy against defined scorecard metrics. Successful candidates will need to understand the unique needs of our China Public Sector partner community, solution and transaction partners in Health, Government, Education & Public Safety/Defense industries, the roles and motivations of our China Public Sector field sales organization, the various Field partner communities as well as being able to align various corporate teams to drive our business with the field. This individual will be responsible for implementing how we execute our China partner sales motion with ATU team to aggressively grow share, platform adoption/readiness and joint field pipeline engagement, while also transforming our ecosystem to fully deliver devices and services. This individual will manage the rhythm between China partner leadership and key stakeholders within the MS and
GSMO leadership teams. Responsibilities include but are not limited to: Managed Partner Sales Strategy & Plan: Implement China Public Sector strategy for how the managed China partner business drives field sales and marketing efforts across all Public-Sector industries. Develop deep understanding of the sales scenarios and processes, competitive landscape and Public Sector customer needs to identify partner opportunities to more effectively drive our business.
In concert with other segments, create the China Public Sector Partner Field Engagement Plan for our depth sales motion including cross organization guidance and adjusted execution models based on differences across segments and industries. Build rich field guidance with industry teams based on key selling scenarios aligned to pipeline and revenue targets.
Partner/Field Leadership: Support Rhythm of the Business (ROB) with deep business insights into the key levers driving the business. Serve as counsel to our executive leadership on the state of the China Public Sector channel business. Coach and drive China Public Sector Field Team leads for the creation and execution of high quality correction of error (COE) plans in place for underperforming areas. Work closely with China corporate/field team leads to understand market conditions, our execution strengths and weaknesses, identify best practices, etc.
Sales Execution: Carry the China Public Sector ATU sales quota/commitment and managed partner channel (ex: SI, ISV, OEM, Cloud, LSP, etc.). Engage Field Sales and China Partner Teams to attain cross-team commitment, goals and expectations. Coach the account team and Field partner team to address weak and/or underdeveloped pipeline situations to become a healthy pipeline of qualified opportunities to achieve revenue goals. Serve as a partner sponsor and help the Field team close high profile deals specifically in competitive scenarios.
Specific Responsibilities: Meet or exceed the China Partner success metrics defined annually Drive overall strategy for the China PS partner ecosystem, ensuring consistent implementation globally in alignment with specific local requirements of regional operations and partner business planning rhythms.
Drive efforts across Microsoft to increase sales and marketing and channel development initiatives between Microsoft and our China Public Sector partners. Develop and nurture executive relationships with appropriate partners, engaging cross-team members to ensure success. Ensure global industry marketing execution is aligned with the overall goals and accountabilities of the Worldwide Public Sector partner portfolio.
Influence China LAR/Distribution and VAR Channel to sell to PS. Ensure team application of consultative selling process to drive key initiatives and achieve account objectives. Engage with the China Public Sector PSG ATU Lead and provide coaching, guidance and support in driving partner business relationships in China west region.
At least four year university degree in EE, CS, business, marketing or scientific discipline, or equivalent experience.Top University preferred. No specific training or certification is required. Significant Industry solution selling expertise and Industry domain expertise is required.
10+ years of related direct or channel sales management experience in sales/marketing background, including prior experience in two of four key PS industries (defense, government, education or healthcare).
Chengdu base. Do NOT travel base or relocation.
CXO level partner engagement experience. Experience managing multiple short duration projects simultaneously.
Big picture thinking coupled with strong attention to detail.
Exceptional leadership and Influence skills
Proven strength in cross-group collaboration, impact and influence and executive maturity Excellent written and verbal communication skills
Clear, deep understanding of the China partner community landscape and channel models
A broad knowledge of Microsoft technology and how it is used in typical scenarios as provided by the channel.
High-level sales and advanced negotiation skills required for engagement with large complex partners.
Broad expertise in industry trends and business practices.
Proven ability to develop strategic business plans and oversee their execution.
Proven decision-making skills.
Strong organizational, planning and analytical experience, ability to analyze and interpret business performance measures.
Ability to communicate the performance measures consistently across Corporate, Region and the Field organizations.
Effective achievement of fiscal objectives according to plan.
Ability to effectively influence others across multiple MS groups, extended virtual teams, and with regional personnel, to achieve specific objectives.
Ability to communicate effectively and concisely - both orally and in written form.
Knowledge of core MS technology, product and technical strategies required. Proven knowledge of licensing/legal contracts.
This position requires the ability to travel approximately 40%. This description has been designed to indicate the general nature and level of work performed by employees within this position. The actual duties, responsibilities, and qualifications may vary based on assignment. Microsoft is an equal opportunity employer and supports workforce diversity.
Business development & strategy